AGENCY-COMPANY RELATIONS: COMPANY CONTRACTS by Carol Hammes How to get - and keep - the best company contracts. INTRODUCTION The relationship between insurance agents a...

CLAIM PROCEDURAL GUIDELINES by Mary Beth Bolen Of all the things a customer service representative (CSR) does for clients, you and the agency are most directly affected by the clients' receptio...

DEALING WITH THE PUBLIC Here's a real-life scenario from a CSR (KM) who felt she couldn't work with people effectively. After having worked in a large brokerage house in the same geographic a...

DEVELOP JOB PERFORMANCE STANDARDS by Troy Campbell Successful companies have documented expectations of their associates' performance. They also have staff members who continually strive to do thei...

Despite concerns about life insurance company solvency and uncertainty over health-care reform, now is...

To succeed in today’s selling environment, you’ll need to think out of the box.
There’s one revolution no one wants to think about, let alone discuss. It’s what’s happening to selling. Although the Internet has a profound effect on sales, it isn’t the only challenge facing salespeople. In fact, the Internet might only be the tip of the iceberg.

REPEAT BUSINESS STRATEGY: EXCELLENT SERVICE by Troy Campbell Many service organizations have tried to capitalize on repeat-business strategies. These strategies appear in the forms of Freq...

SUCCESSFULLY GOING BROKE by Roy Phillips Various studies conducted by an aggregate of trade groups report that insurance agencies and brokerages suffer from inconsistencies in manag...

COMMERCIAL INSURANCE CLAIMS PROCEDURE The most important service that we provide a customer is Claims Service. Most agencies put a very low priority on items such as claims reporting and follow ...